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2x startup Founder & CEO who has gone to the Dark Side of VC. His first company, BuildOnline was sold in 2005, his second, Koral was acquired by and became known as Salesforce Content, while Mark served as VP Product Management. In 2007 Mark joined GRP Partners in 2007 as a General Partner.  He focuses on early-stage technology companies, usually looking at Series A investment, and blogs at the aptly titled Both Sides of the Table.

One response to “The Fallacy of Channels: Startups Beware”


    As a salesperson, it is refreshing to read an honest assessment of the selling relationships in the technology channel. One area that wasn’t presented is the buyer and his attitudes about having so many people in a deal and who is responsible for what. I had a VAR business for ten years and have sold for tech companies both as an enterprise rep and a channel rep. My opinion is the channel/customer/vendor relationships are broken, mismanaged and ultimately the customer suffers from poor sales follow through and customer service/support. The technology company suffers because of lost revenue. IBM has implemented a new channel strategy this year and it will be interesting to see if their ideas will fix some of the selling problems.